Job Details

Strategic Account Managers must be expert at macro and micro healthcare dynamics, business fundamentals and stakeholder motivations in order to develop strategies that optimize current customer success. The SAM acts as a liaison internally between McKesson business units to identify areas for collaboration and to generate awareness, and coordination of objectives. Externally, the SAM networks with pharmaceutical manufacturers, McKesson business units and other industry players.

Critical success factors require SAMs to develop internal and external customer relationships, develop teams to identify and/or capture opportunities that ultimately provide value to customers. The ability to successfully navigate matrix organizations with a variety of products and services to align customer needs with internal solutions is critical.

Customer Knowledge

• Successfully & accurately anticipates and works toward the needs of the practices in advance of practices raising issues; leads others in developing new processes or behaviors to penetrate and understand practice needs.

• Develops innovative, value-added solutions by leveraging the appropriate resources to solve the practice’s challenges.

• Sets the standard within MSH in regard to reaching agreement in challenging or unique situations.

• Manages key stakeholders within the practices during the sales process, negotiations and on-boarding.

• Ability to navigate and thrive in a large matrix organization with multiple channels of cross functional support.

• Thoroughly prepares himself/herself and other team members for customer meetings and negotiations, resulting in improved overall team performance.

• Consistently prepares & delivers compelling presentations.

Account Expansion

• Recognized as an expert in business expansion and provides guidance to others in account expansion.

• Coordinates effectively with all appropriate internal stakeholders to maximize MSH's cross selling opportunities.  Generates an increase in opportunities, reduces sales cycle time, and improves customer satisfaction as a result of the coordination.

• Develops thorough, individualized strategies by opportunity and pipeline stage.

• The practices actively seek advice and guidance.

• Able to articulate the practice’s short and long-term strategies.

• Able to diagnose unforeseen needs – environmental factors in a macro scale, and remediation strategies.

• Expert in Customer Knowledge.

• Successfully executes the MSH sales methodology; can coach others.

• Expertly uses sales tools; provides expert feedback on the improvement of the tools.

Financial & Business Acumen

• Regularly discusses financial measures and financial impact of key decisions with the practice; understands the practice’s business and the operational and competitive impact MSH solutions have on the practice.

• Knows financial, marketing, and operations drivers behind the practice’s decisions and ensures they are addressed when preparing practice offerings; demonstrates financial impact.

• Leverages relationships between MSH, other business units (BU), and key operational functions, especially Finance.

Market Intelligence

• Uses understanding of business implications of industry trends and competitive action to create selling strategies; helps the practice to address changes proactively; provides industry-level insight to practices and can sell the practice on key ideas/solutions based on their knowledge of the industry and emerging trends.

• Maintains demonstrated expertise within healthcare industry; deeply understands where value is created.

• Demonstrates ability to keep up-to-date on healthcare industry and the opinions of experts; uses information to formulate own opinions and anticipate industry changes; uses understanding of business implications, key trends, and competitive action in crafting selling strategies.

Sales Forecasting

• Consistently develops accurate and effective forecasts; recognized as an expert in providing reliable forecasts to senior leadership.

• Regularly identifies and qualifies opportunities; increases the number of opportunities in the pipeline; improves close rate and reduces sales cycle time.

• Can coach others in managing a sales pipeline and forecasting sales revenue.

Key Responsibilities:

• Successfully nurture an assigned customer portfolio by employing the sales process to drive account leadership, relationship building, selling, and troubleshooting customer issues. Work with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal among other internal teams to ensure success and retention of the account.  Opportunities include selling value-added services, optimizing wallet share, and increasing overall gross profit. Perform Quarterly Business Reviews to assess customer needs and reinforce value of our relationship.

• Interpret, analyze, and create strategies from sales reports and customer data to:  Assess customer needs and reinforce value of our relationship. Prepare and deliver QBRs to C-level audience. QBRs must include look-around-the-corner strategies for the practice. Ways to improve and enhance the delivery of service, growth-oriented programs and retain the account.

• Expand knowledge base of the marketplace, business environment, physician practice dynamics and customer concerns to drive consultative selling approach. Share best practices with broader Provider Services sales organization to inform strategy and enhance skills of others.

• Employ keen sales skills to prevent customer losses and drive ongoing customer relationship. Collaborates with other business functions within McKesson Specialty Health to drive integrated selling opportunities/solutions to closure.

• Manage customer facing projects to ensure excellence in deployment of new services or new technologies. This may also include on-boarding of any newly assigned accounts.

• Document activity, customer notes/status updates, maintenance of current and potential customer profiles and utilize to complete/adhere to company processes using SalesForce.com.

• Participation in training and key educational learning initiatives.

• Own any MSH responses to assigned customer RFPs (approximately 1-2 accounts per year)       

Minimum Requirements:

• 7+ years of consultative sales experience with at least 3 years in a strategic account management role, preferably within the specialty health distribution space.

Critical Skills:

• Expertise in healthcare and distribution, GPO, industry trends, EHRs, inventory management technologies, billing and coding, private and public reimbursement models (including buy and bill, fee for service and value-based) and payer contracting

• Sense of ownership and personal accountability to excel and achieve sales results through account retention and expansion

• Innovative/creative approach to sales and business solutions.

• Excellent communication and presentation skills to C-level audiences.  Consistently delivering compelling presentations and QBRs.

• Project management experience to manage customer facing projects

Specialized Knowledge and Skill:

• Oncology knowledge and experience a plus

• Mastery of Microsoft Office (Outlook, Excel, Word, and PowerPoint) and Salesforce.com or CRM software experience

• Strategic thinking, planning, forecasting along with market intelligence and assessment skills

• Strong business and financial acumen

• Team player with strong interpersonal and resource management skills

Education:

• Bachelor's degree with an emphasis in sales and marketing, business management, or healthcare related field

Physical Requirements:

• Home-based office with extensive travel requirements

• Up to 65% travel (driving and air) to current and potential customer sites for practice meetings and company events

• Must have a valid driver's license with a clean driving record/MVR